From the time an
opportunity has been identified, until a mutually
acceptable contract has been executed,
the Sales Manager will be assisted by a designated proposal manager. The
proposal manager will work with the Sales Manager
to develop and analyze information required to define, refine,
and document an offering which meets all of the
client's defined performance and execution
requirements, which reflects other client preferences, and
which will be financially attractive to both parties.
A successful Sales Manager must have a relevant mix of
technical and business knowledge, skills and
experience; in addition to excellent communications,
coordination, and presentation skills.
Early identification of new business opportunities
is a critical activity. Once an opportunity is
identified, the Sales Manager, in conjunction with
other personnel, will develop an
initial sales strategy. As new information is
developed, that strategy will evolve.
During the proposal period the Sales Manager
focuses on the UIG-customer
interface while the proposal manager coordinates proposal development
activities involving multiple
internal and external resources. Development of a
winning proposal may call for input from
process engineering; project engineering; various
detailed design disciplines; machinery suppliers;
other equipment and fabrication suppliers;
construction, startup and operations personnel; cost
estimation and financial analysis personnel.
Manager activities include:
Understanding the origins of
inquiries, which may be requests for general information, budgetary
quotations, or detailed proposal development.
Defining the appropriate priority and level of
effort to be expended by UIG requires
determining the current stage of project approval and development
within the customer's organization, and the anticipated set of actions, and timing
those actions, which will need to take place in
order for a contract to be let for the desired
equipment and services.
Identifying all critical
process and project execution requirements. Gaining an
understanding of other system characteristics or attributes
customer may value, or which may be of concern.
Understanding who are the key
decision makers in the potential client company, and what criteria will be
used to evaluate offerings made by
UIG and others.
Making a preliminary
assessment of project financial viability for both
UIG and the potential customer; and, combining
these assessments with other factors to determine the relative attractiveness of the
potential project to UIG.
Establishing an appropriate
priority and schedule for UIG proposal development
Moving the potential project
through a series of
development stages. Often this begins with a
response to a very preliminary initial inquiry;
then a budgetary proposal; which, if judged to be
potenially suitable by the client, detailed
definition of key technical and commercial issues,
client issuance of a formal RFP, preparation and
issuance of a
formal UIG proposal, negotiation of contract
details and the Agreement; all of which will be
followed by priority attention
to, and resolution of, any post project
Monitoring of the client's
project development and implementation schedule, and understanding the
reasons for any changes which arise.
Coordination with UIG project personnel and others
to evaluate the impact of any scope or schedule
ongoing determinations of the likelihood that a
particular project will continue to move forward,
and at what pace, to enable the most efficient use
of UIG sales and project execution resources. These
priority determinations will be based on factors such as the client's
need to obtain internal management approvals,
status of internal and external funding authorizations,
approvals required from permitting authorities;
and possible impacts on the proposed project viability and
schedule which may result from changes in assumptions regarding
financing availability, financing cost, electric power rates, raw materials
costs, and other relevant market factors.
The Sales Manager will provide input
into development of UIG's business and marketing plans
The Sales Manager will implement the
company's business plans through selective pursuit of
opportunities plus formal and informal marketing
responsibility of a Sales Manager is to cultivate and
maintain quality communications with current,
previous, and prospective customers.
This Sales Manager position will be Head
Travel will vary, but may
average about 25%.
Preferred Sales Manager candidates will have a degree in engineering
and/or business, at least ten years of industrial gas
industry employment, and at least five years of
relevant sales or proposal management / development
Experience with other industries such as refining,
natural gas and petrochemical processing, specialty chemical
manufacture, steel production, or hydrogen production will be useful.
The ideal candidate will be
both flexible and results-driven; have excellent
communications skills; be able to assume and
delegate authority; be able to assess both technical
and commercial issues from the standpoint of UIG and
the prospective customer; and be able to move from
"big picture" issues to critical details as needed.